I was asked a question this week about sales. "Is it just a numbers game?" my client asked. "If I sit down and talk to more people about my business, surely I'll get more business..."
My response was "Well, it's not quite a simple as that."
About 2 1/2 years ago, I had this same thought for my business, resulting in a really hard drive by me to get two potential clients a week that I could sit down with. And I did it! I was really proud of myself - that is, until I look at the number who were turning into clients and realised that it was only about 2 out of every 10 people I was seeing.
In other words, it really didn't matter how many people I was seeing on a weekly basis because the number actually buying from me was so low. So, I realised that there must be something actually wrong with my sales process.
After analysing and reviewing my sales in depth, what became clear was that the people I was seeing were not really interested in buying from me. They wanted some quick tips, or they wanted referrals, but they didn't actually want to buy my services. I needed to weed out this type of person - not that I didn't want to speak to them, but I needed to find some way of not spending at least an hour and a half of my time with them.
What I started to do was put in place a phone call before I met the person. This served a number of purposes - firstly, it allowed me to start building a relationship with that person. Next, it helped me to understand what they wanted and if it was a quick tip, I was able to give them that over the phone and finally, it helped me to pre-qualify that person, so that the people I actually sat down with for an hour and a half were serious about buying my services.
By pre-qualifying people I now see at least one person a week but I'm turning around 8 of the people I see into customers. I'm happy with that ratio!
So today's tip - don't worry about how many you see - increase the number of people you turn into customers!
Wednesday 30 April 2008
Tuesday 22 April 2008
How often is too often?
Talking about following up via phone last week, I had a chat with a contact of mine yesterday about following up by email and sending out email flyers and newsletters. He was asking the question of how often is too often?
Good question - and a difficult one to answer. Generally, I tend to think that if people are interested in what you're offering, they'll continue to subscribe to what you're sending out if they think it is of use either now or in the future.
If they're generally not interested, then they'll either just delete it or unsubscribe from your emails and that's fine too - surely you'd rather communicate with people who are genuinely interested in what you do?
People who I send out emails too generally get send a combination of three things: a newsletter, a monthly tips sheet and if they're based in Gloucestershire, Bristol or Birmingham some information about the workshops that we run. Depending on how I met them or what they've asked to subscribe to, they may get one of these emails or all three.
If you feel that you'd like to receive more tips or valuable information from us that you're not currently getting (i.e. if you're receiving information about the events, but would also like to get the newsletter or monthly tips) just let me know on helen.dowling@exceptionalthinking.co.uk and I'll happily change your subscription settings so that you do in the future.
The last thing I want to do is annoy or upset anyone and I'm sure like me, you'd much rather I communicate with you if you're actually interested in hearing from me, so if you're not, that's fine - please ask to be removed by emailing me on helen.dowling@exceptionalthinking.co.uk and I'll take you off our database immediately.
Good question - and a difficult one to answer. Generally, I tend to think that if people are interested in what you're offering, they'll continue to subscribe to what you're sending out if they think it is of use either now or in the future.
If they're generally not interested, then they'll either just delete it or unsubscribe from your emails and that's fine too - surely you'd rather communicate with people who are genuinely interested in what you do?
People who I send out emails too generally get send a combination of three things: a newsletter, a monthly tips sheet and if they're based in Gloucestershire, Bristol or Birmingham some information about the workshops that we run. Depending on how I met them or what they've asked to subscribe to, they may get one of these emails or all three.
If you feel that you'd like to receive more tips or valuable information from us that you're not currently getting (i.e. if you're receiving information about the events, but would also like to get the newsletter or monthly tips) just let me know on helen.dowling@exceptionalthinking.co.uk and I'll happily change your subscription settings so that you do in the future.
The last thing I want to do is annoy or upset anyone and I'm sure like me, you'd much rather I communicate with you if you're actually interested in hearing from me, so if you're not, that's fine - please ask to be removed by emailing me on helen.dowling@exceptionalthinking.co.uk and I'll take you off our database immediately.
Thursday 17 April 2008
Chasing people
I often get asked if you can follow people up too many times so that it seems like you're chasing them. And the answer to this question is yes as proved by an experience early this week when after chasing a potential client, they politely but firmly told me to 'go away'.
I think the main issue with following up is that the UK as a nation is very bad at saying no to people, so consequently we tell people "give me a call back in 2 weeks" or "I'll be speaking to my manager at the end of the month - give me a call back then" and if you're organised in your business, you dutifully follow up with the person at that time.
If only the person we're talking to would have the confidence to say "no, I'm not interested right now, but I will get in touch with you when I am', we'd know when to leave well alone.
Unfortunately, until that situation changes, we're left with no choice but to follow-up (or chase) people. Does that mean you shouldn't follow-up? Absolutely not and believe me if you don't follow-up, you will definitely NOT get the business.
But I would (for your own sanity) observe the rule of 3 - that is, if someone you've followed up with has given you an excuse three times for something, then they're not ready to buy just yet. With these clients, just drop them a quick email every 6 months or so to see how they're getting on. You'll feel much happier and you'll also know where you stand.
And if all else fails, they'll soon tell you when they've had enough - as this client did with me!
I think the main issue with following up is that the UK as a nation is very bad at saying no to people, so consequently we tell people "give me a call back in 2 weeks" or "I'll be speaking to my manager at the end of the month - give me a call back then" and if you're organised in your business, you dutifully follow up with the person at that time.
If only the person we're talking to would have the confidence to say "no, I'm not interested right now, but I will get in touch with you when I am', we'd know when to leave well alone.
Unfortunately, until that situation changes, we're left with no choice but to follow-up (or chase) people. Does that mean you shouldn't follow-up? Absolutely not and believe me if you don't follow-up, you will definitely NOT get the business.
But I would (for your own sanity) observe the rule of 3 - that is, if someone you've followed up with has given you an excuse three times for something, then they're not ready to buy just yet. With these clients, just drop them a quick email every 6 months or so to see how they're getting on. You'll feel much happier and you'll also know where you stand.
And if all else fails, they'll soon tell you when they've had enough - as this client did with me!
Tuesday 8 April 2008
Loneliness in Business
Running a small business can be an incredibly lonely experience. Let's face it, we're all quite sociable really and even if we don't need to be around people all of the time, too much of our own company isn't good for us. I don't know about you, but if I've spent a couple of days in the office on the trot, I'm usually climbing the walls. So, here's my top five tips to making your business less lonely:
1: Go out! Go and see a client, go to a networking event, go running - whatever it is, if you're feeling lonely, the worst thing you can do is stay in your office. It's only going to make you feel worse. Even if it's the last thing in the world that you feel like doing, I promise you that if you go out (preferably to somewhere where there are other people), you will feel much better!
2: Join a group. One of the reasons that the breakfast networking events are so popular is that people are part of a group and they don't feel so alone. Could you join a group too? There are plenty to choose from - type BNI, BRX, 4Networking, NRG into Google to find a group that might suit you. You can also type in "local networking events" and see what comes back. Joining a group will help you see that everyone feels lonely at some point, but there is a way of getting over that feeling.
3: Get a business mentor or coach. A business mentor or coach is someone who can help you with your business. You should be able to bounce ideas off them and they should help you to reach a solution, although they shouldn't run your business for you. And of course, they're someone to rely on if you're feeling lonely or struggling in your business. Business Link usually run low-cost mentoring schemes. Check them out to see if there is one in your area.
4: Find something that inspires you. When I find something that inspires me in my business, it's a great feeling - I find that I'm buzzing with idea and can't wait to get on and do something about them, which leaves no time for feeling lonely. Why not read an inspirational book, go and watch a professional speaker, download a podcast or watch a motivational video? Finding something that is motivational and inspirational can make you feel a whole lot better.
5: And finally, if all else fails...why not team up with other small business owners that you know and try to help each other? All of us feel lonely from time to time and I will guarantee that they'll be others feeling the same way. Speak to small business owners at networking events etc and see if you can meet for coffee. Better still, get a small group together and see if you can meet to help each other out. A word of warning on this one though - make sure it doesn't turn into a moaning match, which will make you feel worse. Make the focus on helping each other out.
There are loads of other tips about motivation in my e-book "How to re-kindle the passion for your business". Find out more details at: http://www.exceptionalthinking.co.uk/Survive-Course.php
1: Go out! Go and see a client, go to a networking event, go running - whatever it is, if you're feeling lonely, the worst thing you can do is stay in your office. It's only going to make you feel worse. Even if it's the last thing in the world that you feel like doing, I promise you that if you go out (preferably to somewhere where there are other people), you will feel much better!
2: Join a group. One of the reasons that the breakfast networking events are so popular is that people are part of a group and they don't feel so alone. Could you join a group too? There are plenty to choose from - type BNI, BRX, 4Networking, NRG into Google to find a group that might suit you. You can also type in "local networking events" and see what comes back. Joining a group will help you see that everyone feels lonely at some point, but there is a way of getting over that feeling.
3: Get a business mentor or coach. A business mentor or coach is someone who can help you with your business. You should be able to bounce ideas off them and they should help you to reach a solution, although they shouldn't run your business for you. And of course, they're someone to rely on if you're feeling lonely or struggling in your business. Business Link usually run low-cost mentoring schemes. Check them out to see if there is one in your area.
4: Find something that inspires you. When I find something that inspires me in my business, it's a great feeling - I find that I'm buzzing with idea and can't wait to get on and do something about them, which leaves no time for feeling lonely. Why not read an inspirational book, go and watch a professional speaker, download a podcast or watch a motivational video? Finding something that is motivational and inspirational can make you feel a whole lot better.
5: And finally, if all else fails...why not team up with other small business owners that you know and try to help each other? All of us feel lonely from time to time and I will guarantee that they'll be others feeling the same way. Speak to small business owners at networking events etc and see if you can meet for coffee. Better still, get a small group together and see if you can meet to help each other out. A word of warning on this one though - make sure it doesn't turn into a moaning match, which will make you feel worse. Make the focus on helping each other out.
There are loads of other tips about motivation in my e-book "How to re-kindle the passion for your business". Find out more details at: http://www.exceptionalthinking.co.uk/Survive-Course.php
Wednesday 2 April 2008
New programme
We've just launched a brand new marketing programme that we're really excited about - it's called the (absolutely) everything guide to getting all the business you can handle.
Aimed at small business owners who are really, really serious about growing their business and getting new customers, we've put together a programme where you will receive:
a) An intensive one-day event that helps you to put together a marketing plan for your business.
b) The opportunity to work with me personally over 6 months to grow your business.
c) Access to the e-books I've put together on a variety of subjects to do with running a business.
d) Resources to make this year the best ever!
There's only room for 15 people on this exclusive programme and 5 of the places have already been filled. Interested? Find out more by going to http://www.exceptionalthinking.co.uk/Marketing-Day.php
Aimed at small business owners who are really, really serious about growing their business and getting new customers, we've put together a programme where you will receive:
a) An intensive one-day event that helps you to put together a marketing plan for your business.
b) The opportunity to work with me personally over 6 months to grow your business.
c) Access to the e-books I've put together on a variety of subjects to do with running a business.
d) Resources to make this year the best ever!
There's only room for 15 people on this exclusive programme and 5 of the places have already been filled. Interested? Find out more by going to http://www.exceptionalthinking.co.uk/Marketing-Day.php
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